In this episode of the Medical Sales Podcast, Samuel interviews Steven Drummond from Intellijoint Surgical, who shares his journey across endoscopy, wound care, trauma, ophthalmology, and tech-based orthopedics. Steven reveals how Intellijoint's navigation system empowers surgeons with precision and autonomy, and what it really takes to succeed in medical sales—from mastering structure and time management to building trust and balancing high-pressure cases with business growth. Packed with real stories, discipline, and insights. This episode is a must-listen for anyone looking to break in or excel in the medical sales industry.

Connect with Steven Drummond: LinkedIn

Connect with Me: LinkedIn

Love the show? Subscribe, rate, review, and share! Here's How »

In this episode of the Medical Sales Podcast, Samuel interviews Steven Drummond from Intellijoint Surgical, who shares his journey across endoscopy, wound care, trauma, ophthalmology, and tech-based orthopedics. Steven reveals how Intellijoint's navigation system empowers surgeons with precision and autonomy, and what it really takes to succeed in medical sales—from mastering structure and time management to building trust and balancing high-pressure cases with business growth. Packed with real stories, discipline, and insights. This episode is a must-listen for anyone looking to break in or excel in the medical sales industry.

Connect with Steven Drummond: LinkedIn

Connect with Me: LinkedIn

Love the show? Subscribe, rate, review, and share! Here's How »

In this episode of the Medical Sales Podcast, Samuel sits down with Steven King, president of a U.S. medtech company transforming medical education through cutting-edge virtual dissection tables. Steven shares how this groundbreaking technology is changing how anatomy is taught—replacing traditional cadavers with 3D, interactive digital models that bring the human body to life. He reveals the challenges of scaling in a market where most institutions still don't know the tech exists, how AI is shaping the next generation of simulation learning, and why funding and awareness remain key hurdles. From selling $100K medical education tools to leading international expansion, Steven breaks down what it takes to grow a startup, build customer trust, and bring innovation into classrooms and hospitals worldwide. The conversation closes with powerful lessons on empathy, listening, and genuine human connection—skills every medical sales professional needs to master.

Connect with Steven King: LinkedIn

Connect with Me: LinkedIn

Love the show? Subscribe, rate, review, and share! Here's How »

In this episode of the Medical Sales Podcast, Samuel sits down with medtech strategist and creator Omar M. Khateeb to unpack how startups, reps, and leaders can win attention and turn it into revenue in 2025. Omar shares why LinkedIn is still the #1 starting point, when to expand to X, Meta, and YouTube, and how senior leaders at brands like Intuitive and Zimmer use storytelling to engineer markets. They dig into what actually gets attention (novelty, unpredictability, depth), why "goals" matter less than the systems behind them, and how to think about changing minds through desire, social proof, and early adopters. You'll hear practical content rhythms (start with 3 posts/week), ways to leverage AI without sounding generic, and how founders and reps can build trust with transparency, consistency, and real value. They also hit the creator mindset: stop over planning, start publishing, seek inspiration, and measure what moves the business not just likes. If you're trying to break in, become a top performer, or scale a medtech brand, this conversation gives you the playbook to create, engage, and convert. Subscribe and share with a colleague who needs the edge.

Connect with Omar M. Khateeb: LinkedIn

Connect with Me: LinkedIn

Love the show? Subscribe, rate, review, and share! Here's How »

In this episode, medtech marketer and MarketCraft founder Omar M. Khateeb joins Samuel to break down how early-stage and growth companies can engineer markets, not just chase attention. From mastering LinkedIn and expanding to X, Meta, and YouTube, to using storytelling that actually drives adoption, Omar shares how the best brands—like Zimmer Biomet and Intuitive—create influence through consistent, authentic leadership content. He reveals the psychology behind attention, the balance between value and unpredictability, and why depth beats surface-level posts every time. You'll also hear how AI is reshaping content strategy, how to refine your voice without losing authenticity, and why strategic pauses can reignite engagement. Whether you're a founder, marketer, or rep in medtech, this episode is your roadmap to building authority, trust, and momentum in a noisy digital world.

Connect with Omar M. Khateeb: LinkedIn

Connect with Me: LinkedIn

Love the show? Subscribe, rate, review, and share! Here's How »

Want to connect with past guests and access exclusive Q&As? Join our EYS Skool Community today!

In this episode of the Medical Sales Podcast, Samuel Adeyinka sits down with Kat Hurd, a former Fortune 500 rep, multi-time President's Club winner, and VP turned coach, to break down what it really takes to move from frontline manager to executive leader. Kat shares how managers can avoid getting stuck, build credibility across internal teams, and know when it's time to step outside their organization to keep growing. She unpacks the miscommunication between corporate strategy and field execution, the importance of preparing your team before moving up, and why mindset and consistency still separate high performers from the rest. Now as a CEO and coach, Kat also dives into how she helps reps and leaders refine their process, create better customer experiences, and even leverage AI without losing authenticity. If you're serious about leading with impact and accelerating your career in medical sales, this conversation delivers the clarity you need.

Connect with Kat Hurd: LinkedIn

Connect with Me: LinkedIn

Love the show? Subscribe, rate, review, and share! Here's How »

Want to connect with past guests and access exclusive Q&As? Join our EYS Skool Community today!

In this episode of the Medical Sales Podcast, Samuel Adeyinka sits down with Kat Hurd, medical device sales coach and former Fortune 500 leader with 15 years of experience. From athletic training to rep of the year, to VP-level leadership and now founder of her own coaching business, Kat's journey is proof that you don't need a biology degree to thrive—you need grit, process, and the right mindset.

Kat shares the pivotal moment that led her to leave corporate leadership and launch her coaching business, why so many reps fail without a clear sales process, and the three biggest gaps she sees holding reps back: lack of process, lack of ownership, and inconsistent follow-through. She also unpacks the truth about work ethic, limiting beliefs, and how managers can spot red flags before making a bad hire.

Whether you're trying to break into med device, hit President's Club, or grow into leadership, this episode is packed with real-world strategies from someone who's been a top rep, a respected leader, and now a coach guiding the next generation of sales professionals.

Connect with Kat Hurd: LinkedIn

Connect with Me: LinkedIn

Love the show? Subscribe, rate, review, and share! Here's How »

Want to connect with past guests and access exclusive Q&As? Join our EYS Skool Community today!

In this episode of the Medical Sales Podcast, Samuel sits down with Steve Gielda, co-founder of Ignite Selling and a leading voice in sales enablement for life sciences. Together, they tackle one of the toughest challenges post-COVID: access. Steve breaks it down into two fronts—how to increase utilization inside accounts where you already have a footprint, and how to break into new accounts by linking your solutions to the hospital or IDN's strategic initiatives.

The conversation also dives into the smart use of AI in sales: from building prompts that uncover strategic goals, metrics, business units, and decision criteria, to validating data and avoiding hallucinations. Steve shares why AI won't replace reps—but it will redefine the role, shifting top performers into strategic advisors rather than just information providers.

We close with a practical playbook: planning by pipeline stages, coaching early, asking questions that challenge both clinical and business assumptions, and tracking stage velocity so opportunities keep moving. Real tactics you can apply on your very next call.

Connect with Steve: LinkedIn

Connect with Me: LinkedIn

Love the show? Subscribe, rate, review, and share! Here's How »

Want to connect with past guests and access exclusive Q&As? Join our EYS Skool Community today!

Sales legend and trainer Steve Gielda—co-founder of Ignite Selling—joins Samuel to break down what truly drives performance in medical device, pharma, biotech, and diagnostics. Steve traces his path from selling 3M copiers out of a van to leading life-sciences consulting with Neil Rackham (of SPIN Selling) and building Ignite's simulation-based, gamified training that accelerates pipelines and product launches.

We get tactical fast: how today's top reps think strategically, map real stakeholders (beyond the "friendly" contacts), and use smarter questions that challenge clinical and business assumptions—not just needs. Steve explains when SPIN still shines, where Challenger-style questions raise the bar, and why role-playing strategy is as critical as role-playing the call.

For frontline managers, Steve lays out the playbook: coach early in the pipeline, ask more than you tell, know when to sell vs. when to coach, and—yes—let your reps fail on safe calls so they learn to win without you. We dive into work ethic vs. knowledge, turning average reps into top performers, and the signals that a high producer is (or isn't) ready for leadership.

If you want practical frameworks to sharpen your questioning, focus your account strategy, and elevate your team's coaching culture, this episode delivers candid insights you can apply on your very next call.

Connect with Steve: LinkedIn

Connect with Me: LinkedIn

Love the show? Subscribe, rate, review, and share! Here's How »

Want to connect with past guests and access exclusive Q&As? Join our EYS Skool Community today!

AI is changing sales, but most reps don't know where to start. Samuel Adeyinka sits down with sales strategist Katie Mullen to make AI practical, safe, and profitable for everyday medical sales work.

Learn where AI saves you real hours right now: building 30-60-90 plans, market analyses, proposal summaries, email drafts, and meeting briefs. Katie walks through step-by-step prompts, how to upload docs, and when to switch tools instead of fighting the interface.

Get a clear tool map. ChatGPT and Claude for strategy and writing, Perplexity and Storm for sourced research, plus what to watch for with hallucinations and security. Katie shares simple QA checks so you can ship accurate work with confidence.

Turn AI into pipeline. Use it to mine forums and reviews, craft wedge questions that open stuck accounts, and blend economic value stories with clinical narratives for key stakeholders and supply chain.

Go beyond hype. We cover custom models, Plus vs Pro vs Enterprise, what memory really means, and why AI agents are coming. Katie explains what AI can and cannot replace, and how top reps gain an edge without losing the human connection.

If you want faster prep, sharper outreach, and smarter account strategy, this episode gives you the prompts, workflows, and guardrails to put AI to work today.

Class on September 12th:

https://www.eventbrite.com/e/1611758917309?aff=oddtdtcreator 

Class on September 25th:

https://www.eventbrite.com/e/1618595896899?aff=oddtdtcreator 

Connect with Katie: LinkedIn

Connect with Me: LinkedIn

Love the show? Subscribe, rate, review, and share! Here's How »

Want to connect with past guests and access exclusive Q&As? Join our EYS Skool Community today!